Company description
Experian is a global data and technology company that drives opportunities for people and businesses around the world. We operate in many markets, including financial services, healthcare, automotive, agribusiness, insurance, and others. Experian invests in people and in new advanced technologies to unlock the power of data. We have an incredible team of 25,200 employees in 32 countries.
Our uniqueness is valuing yours. Experian's culture, which is people-centered, inclusive, and purpose-driven, is recognized by several awards, including World's Best Workplaces™ 2025 (Fortune Global Top 25) and Great Place To Work™ in 26 countries, among others. Check out Experian Life on social media or explore our careers site to find out why. Experian is also proud to be an employer that promotes equal opportunity and affirmative action.
Job description
You are responsible for the strategy, coverage model, and results of the Prime segment, which represents 40% of SME. You lead the strategic direction of the four commercial verticals under a relationship-based Farmer model, sustaining growth through four levers: acquisition of new mid-sized companies through the customer acquisition channel; monetization and portfolio diversification with account managers, BizDevs, and specialist teams; engagement and contact density through digital actions with CDP and artificial intelligence; and churn reduction with increased lifetime value through Customer Success, effective adoption, and contract renewal.
You are responsible for closing the weekly, monthly, and annual forecast of the segment and for funnel discipline, the management cadence with commercial leaders, the productivity and portfolio coverage of sales executives, and leadership development. You work with the Marketing, Products, Pricing, Martech, Technology, Design, BizDevs, and BUs teams, and on the fit of the offer to the segment, and you represent Prime in executive board forums.
RESPONSIBILITIES:
- Define the multi-year strategy for Prime, with annual breakdown into targets by vertical, by revenue tower, and by sales executive.
- Be responsible for the consolidated results of the segment, with analysis at three levels: consolidated, account by account, and executive by executive.
- Build and defend the segment's forecast in executive board forums, supporting the projection with pipeline by temperature and by closing cohort, not with aggregate estimates.
- Size coverage: how many executives, with what portfolio, in which vertical, and what productivity is expected per head. Propose portfolio rebalancing when the distribution of potential and the distribution of effort diverge.
- Structure business cases for growth initiatives, with the return hypothesis, required investment, and criteria for discontinuation.
Qualifications
- Strong analytical capability and strategic vision;
- Experience with acquisition and customer base management models in a recurring B2B environment;
- Solid experience as a people leader;
- Familiarity with CRM, CDP, and the application of artificial intelligence to sales, with judgment about the limits of models;
- Strong communication and influence skills, including without direct reporting lines and in senior forums;
- Ability to translate strategy into a coverage plan, cadence, and routine that the team can execute.
Additional information
Serasa Experian is much more than you imagine. With the purpose of creating a better future by expanding opportunities for people and businesses, in Brazil we are more than 4,000 people working in various teams and specialties. Here, each skill and diversity complements the others, and you can work on what you love most. We are committed to building an inclusive culture and an environment where people can balance their careers with their commitments and personal interests, valuing well-being.
We are very dedicated to being one of the best and most innovative companies to work for in the country, enabling incredible experiences and careers for our people. Our strong people-first approach is recognized externally through several market certifications: we were awarded by Great Place To Work™ in 24 countries and by the international Top Employers certification, and we are also recognized as one of the best companies for young professionals and have a 4.6 rating on Glassdoor. Each recognition tells us we are on the right path, providing an increasingly better work environment for our talent.
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